Prospects Define Value by Your Commitment and Persistence

Lately I’m hearing a lot of salespeople say they call prospects, leave messages and they never call them back.  Most times the prospect doesn’t answer the phone.  In an age where every phone has Caller ID it is a split second decision is quickly ignore the interruption.  When this is true most of the time, we want to ask ourselves, “Why?”

Salesperson Phone

The strongest influence in personal behavior is weighing the consequences of any action.  What are the consequences of answering the phone or returning a voice mail message of any unknown person?  Another factor in determining what we do and don’t is fear.  Combine those two and here is what the prospect is thinking; “I don’t know this person; I don’t know why they are calling; I’m busy; I’m afraid if I answer, I’ll never get that time back; and if I avoid it, it will go away.”  And guess what, you do.  You stop calling.  The prospect was right! [Read more…]

What Are You Willing to Tolerate?

Last week I spent a day on a ride-along with a sales rep visiting existing accounts and meeting new prospects. The conversations during the miles we covered were mixed between business and personal topics. One personal story was about how the rep can’t find her hotspot at home, so she has been using the cell phone as a hotspot. I asked her how long the hotspot was missing and she said about 3 months. She was not sure if her daughter hid it or the dog ran off and buried it in the backyard.

The following week when the sales report came out, she fell short of her weekly goals.  I reminded her about the story she told me about the missing hotspot. I asked her if she is willing to tolerate substandard results at home, she will also accept substandard results at work and she will never succeed if she continued to believe she doesn’t deserve anything better than what she is getting. [Read more…]

Not Everyone is at the Cabin

How many people go to the cabin every week during the summer?  I don’t know the answer and I’m guessing it would be hard to know for sure, but I’m positive not everyone does.  Businesses are still open, people are still working, budgets are being determined and spent, challenges continue to exist and problems need to be solved. [Read more…]

Define Yourself

During a political season, each candidate defines himself or her­self before their opponent does it for them. As the campaigns heat up and issues are tossed around in the media and discussed with friends and neighbors, you can base your beliefs on what you believe to be true, based on your evaluation of each candidate.

The effort to “define yourself ” is not limited to just political fig­ures. You do it for yourself as a salesperson who constantly opens yourself up for acceptance and rejection in the role you play. You also take the risk of letting others define you, causing you to live according to their definition of you instead of your own. But by defining yourself, when you are rejected by prospects, criticized by others and judged by strangers, you will know their judgments to be untrue because you have decisively defined yourself. who-am-i
When you define yourself, you are consciously deciding what your goals and values are now and in the future. To help stay on track when you are tempted to accept and believe criticism, these goals and values determine your daily behaviors and priorities. Here are three questions to ask yourself about who you are and want to be. [Read more…]

Fight and fail; the only option worth taking

Lately it seems I’ve be learning a lot of lessons.  Which is another way of saying; I’ve been attempting new activities and not achieving the preferred outcome.  This is frustrating for me and I imagine the same for others who are constantly doing the same.

I don’t want to learn anymore lessons for a while.  I want a normal day of mediocrity, filled with a calm contentment and no surprises; like working on an assembly line for a few months. [Read more…]

I’m a First Responder to a No Soliciting sign

Last week I made a visit to my neighborhood mobile phone carrier’s retail store and noticed a ‘No Solicitors’ sign in the window.  This gave me pause before entering.  I thought – “I’m a Solicitor, what’s wrong with me.  Why don’t they want me to come in?”

2013-04-18 14.55.44

I peered through the glass like a school boy at a peep show, wondering what is going on inside that I was forbidden to see.  Others inside the store began to look at me and I finally mustered up the guts to pull the door open and walk in.

I stopped as everyone looked at me and said, “I saw the No Solicitors sign.  I’m a salesman.  I sell for a living.  What do you folks do behind the counter?  Are you salespeople?  Can I come in?”  [Read more…]

Commitment > Consequences

Success is only possible when you have a greater commitment to achieve the goal than the consequences you will experience if you fail.  Do you know the consequences if you fail?  Are you willing to accept them?  If you cannot live with them, your commitment is the means of overcoming them.

Commitment is transferable in all roles of your life.  Commitment to play the role of a husband or wife, mother or father, salesperson or sales manager.  And there are consequences of failure in every role. [Read more…]

It’s the bottom of the 7th and you’re trailing

Your team has just taken the field after another inning with no hits. You have 2 more chances at bat to change the score from being behind 5 to 3. Your focus is currently on being defensive with throwing more strikes than hits and making more outs than errors. But, you also have to get some hits in when you’re up to bat. What can you do to get more hits? That is the question.

OutfielderThis is the same question salespeople need to ask themselves when they are in the last two months of the year and they are 25% away of reaching their annual quota. You cannot have another year when you don’t make quota. At this point, with the current sales pipeline, you will fall short by $67,000 in revenue. What can you do to change the outcome of the year and make your quota? [Read more…]

This is a No-Brainer Decision

He walked into my office, sat down and was debriefing the last sales call he went on and expressed some frustration on why they didn’t buy. He explained all the benefits of his product and how low the price is compared to his competitors. He closed his presentation with the statement “this is a no-brainer decision.” Yet he cannot understand why the prospect didn’t buy.

I replied with a simple question, “What are their reasons to buy?” He paused, but couldn’t think of any. He said, “It’s a simple decision. Can’t they see the value?” [Read more…]

When They Say NO!

Most salespeople will admit they don’t like hearing a “No” from prospects during the sales process. There is a small sting of rejection that is hard to accept with a lingering sense of discouragement. This is not uncommon and if you feel this way, you are not alone. [Read more…]